CHAPTER 12

The Influence of Culture on Consumer Behavior LEARNING OBJECTIVES After studying this chapter students should be able to: 1. Explain culture and how it is acquired. 2. Discuss how culture is learned. 3. Describe how culture may be measured and examined. 4. Outline American core values. 5. Explain why core values are not an entirely American phenomenon. CHAPTER SUMMARY The study of culture is the study of all aspects of a society. It is the language, knowledge, laws, and customs that give that society its distinctive character and personality. In the context of consumer behavior, culture is defined as the sum total of learned beliefs, values, and customs that serve to regulate the consumer behavior of members of a particular society. Beliefs and values are guides for consumer behavior; customs are unusual and accepted ways of behaving. The impact of culture is so natural and ingrained that its influence on behavior is rarely noted. Yet culture offers order, direction, and guidance to members of society in all phases of human problem solving. Culture is dynamic, and gradually and continually evolves to meet the needs of society. Culture is learned as part of social experience. Children acquire from their environment a set of beliefs, values, and customs that constitute culture (i.e., they are encultured). These are acquired through formal learning, informal learning, and technical learning. Advertising enhances formal learning by reinforcing desired modes of behavior and expectations; it enhances informal learning by providing models for behavior. Culture is communicated to members of the society through a common language and through commonly shared symbols. Because the human mind has the ability to absorb and process symbolic communication, marketers can successfully promote both tangible and intangible products and product concepts to consumers through mass media. All the elements of the marketing mix serve to communicate symbolically with the audience. Products project an image of their own; so does promotion. Price and retail outlets symbolically convey images concerning the quality of the product. The elements of culture are transmitted by three pervasive social situations: the family, the church, and the school. A fourth social institution that plays a major role in the transmission of culture is the mass media, both through editorial content and through advertising. 252

Wide ranges of measurement techniques are used to study culture. The range includes projective techniques, attitude measurement methods, field observation, participant observation, content analysis, and value measurement survey techniques. A number of core values of the American people are relevant to the study of consumer behavior. These include achievement and success, activity, efficiency and practicality, progress, material comfort, individualism, freedom, conformity, humanitarianism, youthfulness, and fitness and health. Because each of these values varies in importance to the members of our society, each provides an effective basis for segmenting consumer markets. CHAPTER OUTLINE INTRODUCTION
1. The study of culture is a challenging undertaking because its primary focus is on the broadest

component of social behavior in an entire society. 2. In contrast to the psychologist, who is principally concerned with the study of individual behavior, or the sociologist, who is concerned with the study of groups, the anthropologist is primarily interested in identifying the very fabric of society itself. WHAT IS CULTURE?
1. Given the broad and pervasive nature of culture, its study generally requires a detailed

2. 3. 4. 5.

6.

examination of the character of the total society, including such factors as language, knowledge, laws, religions, food customs, music, art, technology, work patterns, products, and other artifacts that give a society its distinctive flavor. In a sense, culture is a societys personality. For this reason, it is not easy to define its boundaries. Culture is the sum total of learned beliefs, values, and customs that serve to direct the consumer behavior of members of a particular society. Beliefs consist of the very large number of mental or verbal statements that reflect a persons particular knowledge and assessment of something. Values also are beliefs, however, values differ from other beliefs because they must meet the following criteria: a) They are relatively few in number, b) They serve as a guide for culturally appropriate behavior, c) They are enduring or difficult to change, d) They are not tied to specific objects or situations, and e) They are widely accepted by the members of a society. In a broad sense, both values and beliefs are mental images that affect a wide range of specific attitudes that, in turn, influence the way a person is likely to respond in a specific situation. 253

7. Customs are overt modes of behavior that constitute culturally approved or acceptable ways

of behaving in specific situations. a) Customs consist of everyday or routine behavior. b) Although beliefs and values are guides for behavior, customs are usual and acceptable ways of behaving. *****Use Key Term culture Here; Use Learning Objective #1 Here; Use Discussion Question #1 Here; Use Exercise #3 Here*****

THE INVISIBLE HAND OF CULTURE

1. The impact of culture is so natural and automatic that its influence on behavior is usually

taken for granted.

2. Often, it is only when we are exposed to people with different cultural values or customs that

we become aware of how culture has molded our own behavior.

3. Consumers both view themselves in the context of their culture and react to their

environment based upon the cultural framework that they bring to that experience. Each individual perceives the world through his or her own cultural lens. *****Use Learning Objective #1 Here*****

CULTURE SATISFIES NEEDS

1. Culture exists to satisfy the needs of people within a society.

It offers order, direction, and guidance in all phases of human problem solving by providing tried and true methods of satisfying physiological, personal, and social needs. b) Similarly, culture also provides insights as to suitable dress for specific occasions (e.g., what to wear around the house, what to wear to school, what to wear to work, what to wear to church, what to wear at a fast food restaurant, or a movie theater). 2. Cultural beliefs, values, and customs continue to be followed as long as they yield satisfaction. 3. In a cultural context, when a product is no longer acceptable because its related value or custom does not adequately satisfy human needs, it must be modified. *****Use Learning Objective #1 Here; Use Discussion Question #1 Here; Use Exercise #3 Here*****

a)

CULTURE IS LEARNED
1. At an early age we begin to acquire from our social environment a set of beliefs, values, and

customs that make up our culture. 254

2. For children, the learning of these acceptable cultural values and customs is reinforced by the

process of playing with their toys. a) As children play, they act out and rehearse important cultural lessons and situations. *****Use Learning Objective #1 and #2 Here***** How Culture Is Learned
1. There are three distinct forms of learning:

Formal learningadults and older siblings teach a young family member how to behave. b) Informal learninga child learns primarily by imitating the behavior of selected others. c) Technical learningteachers instruct the child in an educational environment as to what, how, and why it should be done. 2. It seems that advertising can influence all three forms of learning. a) It most influences informal learning by providing models. 3. The repetition of advertising messages creates and reinforces cultural beliefs and values. *****Use Learning Objective #1 and #2 Here; Use Discussion Question #2 Here; Use Figure 12-1 Here***** Enculturation and Acculturation
1. The learning of ones own culture is known as enculturation. 2. The learning of a new or foreign culture is known as acculturation.

a)

*****Use Key Terms acculturation and enculturation Here; Use Learning Objective #1 and #2 Here***** Language and Symbols
1. To acquire a common culture, the members of a society must be able to communicate with

each other through a common language. a) Without a common language, shared meaning could not exist and true communication would not take place. 2. Basically, the symbolic nature of human language sets it apart from all other animal communication. 3. A symbol is anything that stands for something else. a) Symbols may have several, even contradictory, meanings. b) Marketers use symbols to convey desired product images or characteristics. 4. Price and channels of distribution are also significant symbols of the marketer and the marketers product. a) The type of store where the product is sold is also an important symbol of quality.

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*****Use Key Term symbol Here; Use Learning Objective #1 and #2 Here; Use Exercise #1 and #4 Here; Use Figure 12-2 Here***** Ritual
1. A ritual is a type of symbolic activity consisting of a series of steps occurring in a fixed

sequence and repeated over time.

2. Rituals extend over the human life cycle from birth to death.

a) They can be public or private. b) It is often formal and scriptedi.e., proper conduct is prescribed. 3. Important to marketers, rituals tend to be replete with ritual artifacts (products) that are associated with, or somehow enhance, performance of the ritual. 4. Ritualistic behavior is any behavior that is made into a ritual. *****Use Key Term ritual Here; Use Learning Objective #1 and #2 Here; Use Exercise #2 Here; Use Figure 12-3 Here; Use Table 12-1 and 12-2 Here***** Culture Is Shared
1. To be considered a cultural characteristic, a particular belief, value, or practice must be

shared by a significant portion of the society.

2. Culture is often viewed as group customs. 3. Various social institutions transmit the elements of culture and make sharing of culture a

reality. a) Familythe primary agent for enculturation, teaches consumer-related values and skills. b) Educational institutionscharged with imparting basic learning skills, history, patriotism, citizenship, and the technical training needed to prepare people for significant roles within society. c) Houses of worshipprovide religious consciousness, spiritual guidance, and moral training. d) Mass mediais a fourth and often overlooked transmitter of culture. i) It disseminates information about products, ideas, and causes. ii) We have daily exposure to advertising, and through those ads, receive cultural information. *****Use Learning Objective #1 and #2 Here*****

CULTURE IS DYNAMIC
1. Culture continually evolves; therefore, the marketer must carefully monitor the sociocultural

environment in order to market an existing product more effectively or to develop promising new products. 256

This is not easy because many factors are likely to produce cultural changes within a given society. 2. The changing nature of culture means that marketers have to consistently reconsider: a) Why consumers are now doing what they do. b) Who are the purchasers and the users of their products? c) When they do their shopping. d) How and where they can be reached by the media. e) What new product and service needs are emerging? *****Use Learning Objective #1 Here; Use Table 12-3 Here*****

a)

THE MEASUREMENT OF CULTURE

1. There are a variety of measures of culture; projective tests, attitude measurement techniques,

as well as content analysis, consumer fieldwork, and value measurement instruments. *****Use Learning Objective #3 Here***** Content Analysis
1. Content analysis focuses on the content of verbal, written, and pictorial communications.

a)

It is a relatively objective means for determining social and cultural changes within a specific society. b) It is useful to marketers and public policy makers interested in comparing advertising claims of competitors within a specific industry. *****Use Key Term content analysis Here; Use Learning Objective #3 Here; Use Exercise #4 Here***** Consumer Fieldwork
1. When examining a specific society, anthropologists frequently immerse themselves in the

environment under study through consumer fieldwork.

2. Researchers are likely to select a small sample of people from a particular society and

carefully observe their behavior.

3. Field observation has a number of distinct characteristics:

a) It takes place within a natural environment. b) It is performed sometimes without the subjects awareness. c) It focuses on observation of behavior. 4. Instead of just observing behavior, researchers sometimes become participant-observers. a) They become active members of the environment they are studying. 5. Another form of fieldwork, depth interviews and focus-group sessions, are also quite often employed by marketers to get a first look at an emerging social or cultural change. 257

6. In the relatively informal atmosphere of focus group discussions, consumers are apt to reveal

attitudes or behavior that may signal a shift in values that, in turn, may affect the long-run market acceptance of a product or service. *****Use Key Terms consumer fieldwork, field observation, and participant-observers Here; Use Learning Objective #3 Here**** Value Measurement Survey Instruments
1. Anthropologists have traditionally observed behavior and inferred dominant or underlying

2. 3.

4.

5.

values. a) Recently there has been a gradual shift to directly measuring values. Value instrumentsask people how they feel about such basic personal and social concepts as freedom, comfort, national security, and peace. A variety of popular value instruments have been used in research: a) The Rokeach Value Survey. b) List of Values. c) Values and LifestylesVALS. The Rokeach Value Survey is a self-administered value inventory, which is divided into two parts. a) Part one consists of 18 terminal value items, designed to measure the relative importance of end-states of existence (personal goals). b) Part two consists of 18 instrumental value items, designed to measure the basic approaches an individual might take to reach end-state values. The LOV is a related instrument. a) Its scale asks consumers to identify their two most important values from a nine-value list.

*****Use Key Term Rokeach Value Survey Here; Use Learning Objective #3 Here; Use Discussion Question #3 Here; Use Table 12-4 Here*****

AMERICAN CORE VALUES

1. Identification of core values is a very difficult task for several reasons.

The United States is a very diverse country consisting of a variety of subcultures, each of which interprets and responds to societys basic beliefs and values in its own specific way. b) Also, rapid technological change has occurred in the United States, and in itself makes it difficult to monitor changes in cultural values. c) Finally, the existence of contradictory values in American society is somewhat confusing. 2. When selecting specific core values researchers are guided by three principles: a) The value must be pervasiveaccepted and used by a significant portion of the American people, 258

a)

b) The value must be enduringinfluencing the actions of Americans over an extended period of time. c) The value must be consumer-relatedproviding insights that help marketing people understand the consumption actions of the American people. *****Use Key Terms core values and subcultures Here; Use Learning Objective #4 Here; Use Discussion Question #4 Here; Use Exercise #3 Here***** Achievement and Success
1. These values have historical roots in the traditional Protestant work ethic, which considers

work to be spiritually healthy. a) Furthermore, research shows the achievement orientation is closely associated with the technical development and economic growth of the American society. 2. Individuals who consider a sense of accomplishment to be an important personal value tend to be achievers who strive hard for success. a) Although closely related, achievement and success are different. i) Achievement is its own direct rewardit is satisfying to the achiever. ii) Success implies an extrinsic rewardfinancial or status improvements. *****Use Learning Objective #4 Here; Use Discussion Question #4 Here; Use Figure 12-4 Here***** Activity
1. Americans feel is it important to be active or involved. 2. Keeping busy is widely accepted as a healthy and even necessary part of the American

lifestyle. a) This can have both a positive and negative effect on products. *****Use Learning Objective #4 Here; Use Discussion Question #4 Here***** Efficiency and Practicality
1. In terms of efficiency, Americans admire anything that saves time and effort. 2. In terms of practicality, Americans are generally receptive to any new product that makes

tasks easier and can help solve problems.

3. Americans also attach great importance to time and punctuality. 4. Americans seem to be convinced that time waits for no one, which is reflected in their

habitual attention to being prompt. 5. Americans place a great deal of importance on getting there first, on the value of time itself; on the notion that time is money, on the importance of not wasting time, and on identifying more time. 6. The frequency with which Americans look at their watches, and the importance attached to having an accurate timepiece, tend to support the American value of punctuality. 259

7.

*****Use Learning Objective #4 Here; Use Discussion Question #4 Here; Use Figure 12-5 Here***** Progress
1. Progress is linked to the values reviewed earlier and the central belief that people can always

improve themselvesthat tomorrow will be better than today.

2. Progress often means the acceptance of changenew products designed to fulfill previously

under- or unsatisfied needs. *****Use Learning Objective #4 Here; Use Discussion Question #4 Here; Use Figure 12-6 Here***** Material Comfort
1. To most Americans, material comfort signifies the attainment of the good life. 2. It is a relative view; satisfaction with the amount of material goods comes in terms of how

they compare to others. *****Use Learning Objective #4 Here; Use Discussion Question #4 Here***** Individualism
1. Americans want to be themselves.

Self-reliance, self-interest, self-confidence, self-esteem, and self-fulfillment are all expressions of individualism. 2. Consumer appeals frequently take the form of reinforcing the consumers sense of identity with products that both reflect and emphasize that identity. *****Use Learning Objective #4 Here; Use Discussion Question #4 Here***** Freedom
1. To the marketer, freedom of choice means the opportunity to choose from a wide range of

a)

alternatives. 2. This preference is reflected in the large number of competitive brands and product variations that can be found on the shelves of the modern supermarket or department store. *****Use Learning Objective #4 Here; Use Discussion Question #4 Here; Use Figure 12-7 Here***** External Conformity 260

1. External conformity is a necessary process by which the individual adapts to society. 2. Conformity takes the form of standardized goods and services. 3. The availability of a wide choice of standardized products allows the consumer to be:

a) Individualisticselecting products that close friends do not have. b) Conformingpurchasing products similar to those their friends do have. i) There is a ping-pong relationship between these two values. ii) The more individualistic Americans are, the more they create patterns or trends to conform to, perhaps only in smaller numbers. *****Use Learning Objective #4 Here; Use Discussion Question #4 Here***** Humanitarianism
1. Americans tend to be charitable and willing to come to the aid of people less fortunate. 2. Many companies try to appeal to consumers by emphasizing their concern for environmental

and social issues. *****Use Learning Objective #4 Here; Use Discussion Question #4 Here; Use Table 12-5 Here***** Youthfulness
1. Americans tend to place an almost sacred value on appearing young. 2. This should not be confused with youth.

a) Youthfulness is looking and acting young regardless of chronological age. 3. A great deal of advertising is directed to creating a sense of urgency about retaining ones youth and fearing aging. *****Use Learning Objective #4 Here; Use Discussion Question #4 Here; Use Figure 12-8 Here***** Fitness and Health
1. Americans preoccupation with fitness and health has emerged as a core value. 2. This value has manifested itself in a number of ways, including tennis, racquetball, and

jogging, and the continued increases in sales of vitamins.

3. Fitness and health are becoming lifestyle choices for many consumers. 4. Although there is no denying the fitness and healthy living trend in American society, there is

evidence that consumers find it difficult to be good.

5. Many Americans are unwilling to compromise on flavor for health benefits, with the result

being a kind of reverse trend toward full-flavored, rich foods. *****Use Learning Objective #4 Here; Use Discussion Question #4 Here; Use Figure 12-9 Here; Use Exercise #3 Here***** 261

Core Values Not an American Phenomenon

1. Cultural values are not all unique or originally American.

a)

Some were borrowed, particularly from European society.

*****Use Learning Objective #5 Here*****

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